PSYC 1520 Module 2 Chapter 12
That's not all
A concession is made immediately following the presentation of a larger request. The concession gives added value to the request and is an indicator of reciprocity.
explicit attitude
Attitudes that one holds consciously and can readily describe
implicit attitude
Covert attitudes that are expressed in subtle, automatic responses over which one has little conscious control
similarity
Friends show quite a bit of resemblance in personality traits, attitudes, values, and prejudices
Factors influencing Conformity
Group Size and unanimity
ELM: peripheral route
Persuasion depends on non-message factors, such as the attractiveness and credibility of the source
intimacy
a component of companionate love that is characterized by caring and warmth
Actor-Observer Bias
actors favor external attributions for their behavior, while observers are more likely to explain the same behavior with internal attributions
internal attribution
ascribes the causes of behavior to personal dispositions, traits, abilities, and feelings
external attribution
ascribes the causes of behavior to situational demands and environmental constraints
elaboration likelihood model
attitude change can proceed along two basic routes
stereotype
belief that people have certain characteristics because of their membership in a particular group
unstable attribusion
cause behind behavior can change with time (temporary)
stable attribution
cause behind behavior does not change with time (permanent)
passionate love
complete absorption in another that includes tender sexual feelings and intense emotion
Social Psychology
concerned with the way individuals' thoughts, feelings, and behaviors are influenced by others
normative influence
conforming to social norms for fear of negative social consequences
group
consists of two or more individuals who interact and are interdependent
collectivism
defining one's identity in terms of the groups one belongs to
individualism
defining one's identity with personal attributes rather than group memberships
Stanford Prison simulation
edmonstrates the power of social roles and the situation
Attitude formation: classical conditioning
efforts to transfer the emotion attached to an unconditioned stimulus (US) to a new conditioned stimulus (CS)/attitude.
Attitude: affective component
emotional feelings stimulated by an object of thought
groupthink
emphasis on concurrence at the expense of critical thinking in arriving at a decision
mere exposure effect
finding that repeated exposures to a stimulus promotes greater liking of the stimulus
obedience
form of compliance that occurs when people follow direct commands from an authority
Compliance
form of social influence that attempts to persuade others
lowball technique
getting someone to commit to a seemingly attractive proposition before its hidden costs are revealed
ingroup
group that one belongs to and identifies with
outgroup
group that one does not belong to or identify with
message
information transmitted by the source
prejudice
negative attitude held toward members of a group
avoidant attachment
never bond very well with their caretaker or partner. Characterized by lack of intimacy and trust
fundamental attribution error
observers' bias in favor of internal attributions in explaining others' behavior
group polarization
occurs when group discussion strengthens a group's dominant point of view
interpersonal attraction
positive feelings toward another person
attitude
positive or negative evaluation of objects of thought
two-step model of attribution
posits that people tend to automatically make internal attributions with little effort and then may expend additional effort to adjust for the influence of situational factors, which can lead to an external attribution
Attitude: behavioral component
predisposition to act in certain ways toward an attitude objec
Person perception
process of forming impressions of others
social loafing
reduction in effort by individuals when they work in groups compared with working by themselves
reciprocity norm
rule that we should pay back in kind what we receive from others
receiver
the person to whom the message is sent.
door in the face
A large request is made with refusal expected and second request is smaller as an indicator of reciprocity
Attitude formation: operant conditioning
Agreement from other people generally functions as a reinforcer and it strengthens your tendency to express a specific attitude. Contrastly, disagreement often functions as a form of punishment.
ELM: central route
People carefully ponder the content and logic of persuasive messages. This leads to lasting impact.
commitment
a component of companionate love that is characterized by a cognitive decision to maintain the relationship.
Attitude formation: observational learning
a model's attitudes can be seen and replicated by others.
Attitude ambivalence
attitude dimension characterized by conflicted evaluations that include both positive and negative feelings about an object of thought
Attitude strength
attitude dimension generally viewed as firmly held (resistant to change), durable over time, and has a powerful impact on cognition and behavior
Attitude accessibility
attitude dimension that refers to how often one thinks about it and how quickly it comes to mind
Attitude: cognitive component
beliefs held about the object of an attitude
discrimination
different, usually unfair, behavior toward the members of a group
illusory correlation
estimation of encountering more confirmations of an association between social traits than actually seen
cognitive dissonance
exists when related attitudes or beliefs are inconsistent
secure attachment
healthy bond with caregiver or partner
Evolutionary Perspective on Attraction
in heterosexual relationships, men generally are more interested than women in seeking youthfulness and physical attractiveness in their mates and women place a greater premium on prospective mates' ambition, social status, and financial potential because these traits should be associated with the ability to invest material resources in children
attributions
inferences that people draw about the causes of events, others' behavior, and their own behavior
reciprocity
involves liking those who show that they like us.
diffusion of responsibility
leads each group member to feel less personal responsibility for acting
less leads to more effect
less incentive can lead to more atrtitude change
informational influence
looking to others for guidance about how to behave in ambiguous situations
bystander effect
lower likelihood of providing help when people are in groups than when they are alone
effort justification
members undergo unpleasant hazing rituals as a requirement of membership leading to increased liking of the group
conformity
occurs whenn people yield to real or imagined social pressure
attractiveness stereotype or what-is-beautiful-is-good
phenomenon of people tending to ascribe desirable personality characteristics to those who are good-looking
matching hypothesis
proposes that people of equal physical attractiveness are likely to select each other as partners
factors influencing obedience
proximity and responsibility
group cohesiveness
strength of the liking relationships linking group members to each other and to the group
self-serving bias
tendency to attribute one's successes to personal factors and one's failures to situational factors
implicit association test
test measures how quickly people associate carefully chosen pairs of concepts.
source
the person who sends a communication, and the receiver is the person to whom the message is sent.
Dissonance
uncomfortable state that results when two cognitions are at odds with one another
foot-in-the-door technique
using agreement to a small request to increase chances of agreement to a larger request
anxious attachment
very anxious when separated from their caretaker or partner. Characterized by volatile relationships and feelings of jealousy.
companionate love
warm, trusting, tolerant affection for another whose life is deeply intertwined with one's own
